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Page 158 - The men sent to South America should not expect to use the same business methods that are in vogue here. The American salesman believes that American business methods are the best on earth. So they are — for the American. But the South American is very differently constituted from the American, and many an argument that sells goods in Chicago avails nothing in Rio. For instance, one of the prime requisites of an article in America is that it should be "up-todate.
Page 157 - America has very often been hampered by the class of representatives that we have sent. A smattering of Spanish or Portuguese does not, in my estimation, make up for incapacity as a salesman nor for ignorance of the products in hand. In choice between an indifferent salesman who speaks the language and a good one who does not, I should advise selecting the good salesman ; for with an interpreter he could do better work, or at least less harm, than the other man.
Page x - A flourishing business at a standstill is a contradiction of terms ; yet it is what those men are looking forward to who think home markets will be enough to engage our attention...
Page 83 - It seems that during the war against Peru such a large percentage of men and youths were drafted into the army that the women who were left alone had to do men's work as best they could. As conductresses they proved so satisfactory and honest that they have been retained ever since.
Page 160 - American merchants really are interested in South American trade to the very considerable extent of looking into it personally. The prevailing feeling in South America is that we care very little for South America or South American trade. Europe, on the other hand, protests vehemently that she cares much, and by her activity she proves what she says. Time and again I was told by the merchants and business men whom I called on that I was the first head of a firm in my particular business who had ever...
Page x - This sort of reasoning can not be serious, for American business men know too well that even if to-day we have all we can do at home, it behooves us to prepare for to-morrow.
Page 32 - The city of Guayaquil is forty miles inland, but the Pacific steamers are able to make the entire distance, and load and unload in front of the city by lighters.
Page 44 - S .1 upon which freight is run out on the cars of the Peruvian Corporation Railway. This railway connects Pascasmayo with the halfdozen towns of the rich Jequetepec valley.